Conversion Flashcards

Which of the following scenarios represents a 'false close' that can harm conversion?

Answer: Telling a prospect the product is 'almost sold out' when it is not to create urgency

Fabricating scarcity is a deceptive tactic that can destroy trust and eliminate any chance of conversion.

What role does 'mutual action plan' (MAP) play in B2B sales conversion?

Answer: It aligns the buyer and seller on steps, timelines, and stakeholders needed to close the deal

A MAP creates shared accountability and keeps complex deals moving toward close by aligning both sides on next steps.

When a prospect requests a discount, what should a sales lead do first?

Answer: Understand why they want a discount and what they are willing to give in return

Understanding the reason for the discount request allows you to address the underlying need and protect deal margin.

What is the purpose of a 'trial close' during a sales conversation?

Answer: To test the prospect's readiness to buy by gauging their reaction to a hypothetical commitment

Trial closes reveal where the prospect stands in their decision process without forcing a final commitment prematurely.

A deal has stalled for three weeks with no response. Which action is LEAST likely to revive it?

Answer: Sending the original proposal again with no changes

Resending an unchanged proposal adds no new value and is unlikely to re-engage a prospect who has already gone silent.

Which buyer persona characteristic most directly affects conversion strategy?

Answer: The decision-making authority and budget ownership of the contact

Knowing whether your contact can actually approve the purchase determines how you structure your conversion approach.

What is 'FOMO' (Fear of Missing Out) in a sales conversion context?

Answer: A psychological trigger where prospects fear losing access to a benefit if they delay purchasing

Legitimate FOMO (like a time-limited pricing offer) creates urgency that can accelerate a prospect's decision to convert.